Todd Youngblood
Todd Youngblood
Todd Youngblood is passionate about sales productivity. His 3+ year career in Executive Management, Sales, Marketing and Consulting has focused on selling more, better, cheaper and faster. He established The YPS Group, Inc. in 1999 based on his years of experience in Sales Process Engineering – that is, combining creativity and discipline in the design, implementation and use of work processes for highly effective sales teams.
The “Blog Brochure” – Someone Please Shoot It In The Head
If I have to be polite to one more so-called marketing professional, manager or executive who proudly shows me his or her blog that...
Vince Currao & Lyn Wilkinson on Sales Thinker Radio
Selling in the IT Staffing World is not what it used to be! Recruiting for, building and maintaining a pool of talent remains...
Yet Another Signal That “Every h-Rep Needs An e-Rep”
Dreamland Interactive, a business partner of The YPS Group, took a major step in its ability to deliver e-Rep content development services. Their...
Who Really Does The Prospecting?
In his book, The Truth About Leads, Dan McDade writes, "Close to 80 percent of buyers state that when they are in the market...
Does an e-Rep actually work?
We all know it's a lot easier to sell something to someone who has bought from us before. Knowing this, I habitually make...
“Si no esta en CRM no existe”
YPS has a client south-O-the-border that provides a never-ending stream of insights along with new perspectives on proven best practices. Just last week,...
Get Past The “Talking About It” Phase
Creativity is one of the great strengths of the prototypical sales professional. In fact the only other groups I know that are more...
The President’s Model – Part 1
If you complete a President's Model analysis for an important account, you'll likely know more about that customer than its employees know. No sales manager...
The Gap Between Mind And Mouth
Make no mistake. There is a gap between your mind and your mouth. Neglect filling that gap before making the call or...
The Great Stagnation = Selling Opportunity
It's tough out there. Yeah, the economy seems to be recovering a bit, but it's still pretty ugly. Seems like a lot...
What Type Of Power Are You Up Against?
Perhaps it's not politically correct to talk about the role of power in business. We all know, however, that dealing with and wielding power...
Time: How To S-T-R-E-T-C-H Your Day
Do you have enough time? Does any sales rep have enough time to get it all done? And how about our customers?...
Think Audience of 1
I've said it before and I'll say it again and again and again… Every h-Rep needs an e-Rep. That is, every human sales...
Shut Up & Do Your Forecast!
Let me first state a few aspects of my opinion about sales forecasts: They are the only rational basis for setting the priority of items...
You Can ALWAYS Demonstrate Quantified Value
There is no excuse to not quantify the value you can deliver to a customer. Collaboration and trade always produce value for both...
Have They Broken The Code?
Here's the scenario: The company is a B2B distributor of printing equipment and supplies. It was founded by a team of three...
Pull Opportunities Through Your Sales Process – Don’t Push
This post is second in a series about applying "Lean" concepts in sales. Read the overview. This post will also provide useful...
Building Market Share With Market Research
Do you really know what your customers are thinking? Do you know what they value? Do you know which ones are complaining?...
Should A Sales Rep Publish An e-Book?
Yes. Do it to establish and/or nurture relationships with customer decision makers. Yes, it will require a good bit of effort. No, you...
Metrics – Lots & Lots of Metrics
Readers of this blog have seen a lot about the indispensable value of metrics. First, ya' gotta' have a defined process. Then...